You are seeking to connect with a prospect, so you call and leave a voicemail message. Tomorrow, you do the same thing. Then, you send an email, followed by a request to connect through LinkedIn, and then another phone call. When you finally get through to the decision-maker, you are shocked when she says to you:
“Want a job?”
It might seem strange to hear this, but one of the best compliments you can receive as a sales person is a job offer. Several times in my career I have heard a prospect say to me, “I sure wish my sales people had your tenacity.”
That means I am doing my job.
Your boss might not want to hear stories of prospects trying to hire you away, but this needs to be a goal of yours. It’s a sign that you are doing your job and you are doing it well.
Quick story on this point: many years ago, I was negotiating for a new car. The manager wanted to set the lease price at $329 per month and I told him I would pay no more than $299 per month. We got talking about my job and he complimented me on my professional approach toward negotiating. When I told him I was a sales trainer, he offered me the $299 price with the stipulation that I come trade in the sales team. I replied, “My experience with car people is they never follow up, so you’ve got a deal.”
The manager never followed up.
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Bill Farquharson has created a website where successful, curious, and engaging sales people and selling owners in the graphic arts share ideas, tactics, and solve each other’s sales challenges. Go to SalesVault.pro or call Bill at 781-934-7036.
